Area Sales Manager responsible for client relationship management and sales growth in NRW for a renowned international brand. Engaging in client meetings and trade shows to enhance sales.
About the role
- Area Sales Manager driving capital sales for Ottava's surgical technologies in Ohio. Engaging clinicians and C-Suite stakeholders to enhance surgical solutions.
Responsibilities
- Develop and execute quarterly business plans which achieve capital equipment and disposable sales revenue targets within the assigned geographical territory.
- Gain access to clinicians, conduct appropriate discovery of the customer’s needs and goals, educate with a Challenger selling framework, and ultimately test and build them into clinical champions
- Engage directly with C-Suite stakeholders by going directly to them, leveraging clinical champions, and working with administrative assistants
- Competency conducting discovery and engaging with all relevant stakeholders inside the target account to develop a comprehensive understanding of the account’s goals and needs
- Excell at presenting, educating, managing, engaging, and thoughtfully challenging multiple stakeholders in a complex sale and boardroom environment
- Maintain a detailed, frequently updated and strategic business plan for the territory.
- Present realistic sales forecasts to sales management on a consistent basis.
- Develop relationships with both clinical as well as economic champions at new and existing customers to best understand customer needs, capital buying cycle, capital funding options outside of the capital budget cycle and identifying new technology acquisition processes.
- Lead product technical and clinical demonstrations to ensure eventual sales and adoption of Ottava.
- Present and negotiate capital pricing and program performance terms with the customer in collaboration with the sale management team that achieve mutually desirable outcomes for all parties.
- Implement post sales installation, implementation and adoption protocol in collaboration with the sales team and service team to achieve the desired business objective of the deal.
- Support new customers in clinical adoption of Ottava.
- Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
- Must develop and maintain expert level knowledge of Ottava products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.
Requirements
- A minimum of a Bachelors degree is required;
- A minimum of 6 years of relevant experience in healthcare is required;
- A minimum of 3 years in capital sales is required
- Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to physicians and economic buyers is a must.
- The ability to travel extensively up to 75%, including overnight travel within the assigned territory is a must for the role.
- Required to work in a hospital, ASC setting, attending live patient cases as when required as part of the job and wear necessary protective gear (i.e. lead aprons, masks, etc.).
- Self-starter who performs well with autonomy and problem solver who can think critically in high pressure environments.
- Works well with the team and frequently shares sales strategies key learning with sales management and with peers.
- Receptive to constructive feedback and collaborates and works well within a matrix team environment.
- Proven ability to articulate customer needs and feedback to the entire organization as needed.
- Must be highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize projects and tasks.
- Ability to communicate at a high level and high frequency level on a daily basis with sales management and the broader organization.
- Ability to work in a regulated environment in compliance to ISO 13485 and 21 CFR 820.
Benefits
- medical
- dental
- vision
- life insurance
- short- and long-term disability
- business accident insurance
- group legal insurance
- consolidated retirement plan (pension)
- savings plan (401(k))
- long-term incentive program
- Vacation –120 hours per calendar year
- Sick time - 40 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
- Holiday pay, including Floating Holidays –13 days per calendar year
- Work, Personal and Family Time - up to 40 hours per calendar year
- Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
- Condolence Leave – 30 days for an immediate family member: 5 days for an extended family member
- Caregiver Leave – 10 days
- Volunteer Leave – 4 days
- Military Spouse Time-Off – 80 hours
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